Service calls: are to be performed for “feeder” schools with a traditionally high percentage of students attending Kentucky State University. Service calls should be performed at least once every semester to maintain good rapport and encourage additional applicants. A service call or “check-in” is to ensure the counselor and their students are completely satisfied with their KYSU experience and to offer assistance if needed. Service calls can also be performed for schools with an extremely low percentage of targeted students and consists of building rapport with the school staff, introducing them to KYSU and its programs and informing them on how we can serve their students.

One of the core responsibilities of an admissions counselor/specialist/recruiter is to build relationships with prospective students, parents and high schools. In order to build trust and rapport, the first contact made to a high school guidance counselor will always be via telephone. It is important to make this connection so the counselor can feel the excitement and sincerity in your voice inflection that can sometimes be lost through e-mail. A follow-up e-mail for confirmation of appointment and the details of the visit (i.e. on-site requirements) is encouraged.

Plan to arrive to the appointment early. This is a perfect time to converse and build rapport with the counselor prior to the visit if their schedule permits. Try to arrive with a gift. Remember, we are building lasting relationships with the schools and we want to leave a great impression. You will be surprised how far a cup of coffee will take you. It shows compassion and appreciation to the counselor and they will remember you for it. Present information in a clear, concise and professional manner while maintaining enthusiasm for KYSU. Remember, these are TEENAGERS we are selling KYSU to. Smile often and speak to the things teenagers are excited about.

There is an old sales quote that states, “The fortune is in the follow-up” and it holds true. Send a quick e-mail thanking the counselor for the opportunity to meet with him/her and his/her students and let them know you are their KYSU Admissions Counselor/Specialist/Recruiter and you are here to serve them and their students. It is a gesture counselors appreciate.

Smile and look approachable.

Stand at all times.

Stay alert and by your table: Visit with the students...NOT other recruiters.

Use eye contact to draw your audience.

If a student approaches your table, introduce yourself, inquire of student's name, and possibly shake the student's hand. Remember, if you use the student's name in your conversation, this is always impressive.

Make each student/parent feel important.

Know your information/be honest.

Be tactful and civil at all times, even if the student is not.

If the parent dominates the conversation, include the student by using his/her name and directing questions to them (but do not aggravate the parent).

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